Playbook / Lessons / Expand: new markets
StartupsLand one small team first, then expand inside the account
O'Day describes Rigor's scrappy approach to large companies: a seller landed a small deal inside one team or project that a manager could pay for by credit card, then worked to expand it into a bigger deal once results were visible. She says the right setup depends on deal size, complexity and expansion potential, and warns against copying a mature company's sales structure.
“The sales person would “land” a small deal, usually within 1 team or 1 project.”— Kathryn O'Day, 3 Questions To Nail Your Expansion Strategy, Apr 2024
Do this
Define the smallest first purchase in a new customer segment that one manager can approve without procurement, and write down the expansion step you would pitch once they see results.